Real-time guided selling platform for sales representatives, Demoleap, announced the launch of a new AI-powered discovery call assistance tool to improve the quality and effectiveness of sales calls and interactions with prospects from the onset of the sales process.

In the world of B2B SaaS sales, the discovery call is the initial contact that's made with prospective clients. Sales reps are under extreme pressure to perform in discovery calls because they are often the only opportunity to ascertain the buyer's needs and strike up a rapport, and can therefore determine whether or not a sale will ever be made. As such, many reps lose confidence in their own abilities, with Demoleap citing data from Salesforce that shows that more than 72% believe they will struggle to achieve their annual sales quotas. 

Demoleap's platform aims to increase the confidence of sales reps by providing real-time guidance on what to ask, say, or talk about during live calls. This is crucial because 79% of marketing leads are not converted into sales. It's believed that many of those leads are squandered at the first hurdle because discovery calls are especially difficult. A single misstep, a moment's hesitation, or an inaccurate response can immediately result in the prospect hanging up. 

To prevent that from happening, Demoleap's new AI-powered Mastermind for Discovery feature gives reps access to discovery call playbooks that guide them through each call with detailed information and suggestions readily available. It guides them to ask the right questions, provide the right answers, pique the curiosity of the buyer and prevent them from losing interest. 

Mastermind for Discovery provides voice-triggered flash cards that display relevant questions or assets that sales reps can use to keep their prospects engaged. Upon the conclusion of each call, Demoleap's AI handles many of the administrative tasks, summarizing the conversation and analyzing and extracting the most vital details from it. It will even update the relevant fields in an integrated CRM and generate follow-up emails to clients that outline the next steps or action items. Its built-in analytics also give supervisors more insights into the performance of each sales rep. 

Demoleap's CEO and co-founder Itay Sinuani said the key to an efficient sales process is to control the pipeline and focus efforts on potential high-value deals. "To achieve this, it requires clarity into the pipeline as a whole, which is highly dependent on quality discovery calls," he said. "Sales leaders must enable their sellers to excel in those early calls in the sales process by giving them the tools to ask the right questions and generate interest that will push deals forward, which is precisely our goal at Demoleap."

Demoleap's integration of AI is yet another example of AI's penetration into the SaaS industry, exhibiting how it can be used to complement the human touch in sales. It remains to be seen how AI will impact future product development despite its widespread integration in various products and services, including Meta's recent announcement to train a new AI model to rival Microsoft's ChatGPT.